Commercial Excellence: Turning Strategy Into Sales Execution with Gaia Giovannelli

How do large sales organisations turn strategy into real market execution? In this episode of Oplev Salg, Selma Kadic-Maglajlic from CBS talks with Gaia Giovannelli about commercial excellence, sales transformation and what it takes to connect global strategy with the realities of local markets. They discuss how sales teams can work smarter, reduce friction and stay closer to customers - while balancing data, relationships and culture across different markets. Gaia also shares insights from Demant’s graduate programme and her experience working with the sales organisation in Japan. A conversation about the structures, decisions and human factors that help sales perform at scale.